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Managed Wi-Fi for Maximum Recurring Revenue · • 80% of your customer base ... Proactive...
Transcript of Managed Wi-Fi for Maximum Recurring Revenue · • 80% of your customer base ... Proactive...
Partner Summit 2014
Michelle SoutherlandProduct Manager, ProServices, Enterprise
Networks Division
Managed Wi-Fi for
Maximum Recurring
Revenue
Alex DizonGeneral Manager, Valley
Business Solutions
ADTRAN Company Confidential® ADTRAN, Inc. 2014 All rights reserved 2
You are not only a value added reseller.
You are a solutions provider. A trusted advisor, well
practiced in the art of consultative selling and “hands
on” interaction with the customer.
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WLAN Market Overview
Enterprise WLAN: $5B• Approximately 10% derived
from SPs
• 50% in North America
20% + annual growth since
2010
Controller revenue flat as
market shifts to a services
and software approach• Q1 2013 estimates that
upwards of 35% of AP
shipments could be cloud
managed
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
CY12 CY13 CY14 CY15 CY16 CY17 CY18
Historical Forecast
Millio
ns
Access Points Controllers
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
CY12 CY13 CY14 CY15 CY16 CY17 CY18
Historical Forecast
Millio
ns
Asia Pacific CALA EMEA North America
Source = Infonetics
Source = Dell’Oro
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The world is going wireless, and users need to
connect to the network wherever they are• Consumerization: Average North American user
has three devices
Next gen devices only connect wirelessly
Apps moving to the network requiring always-
on network connectivity
The emergence of new faster standards
(802.11ac)
Demand is spreading from core adopters
(healthcare, education, retail, hospitality) to
new adopters such as assisted living, finance,
etc
What’s Driving Growth
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Your Customers Need Wi-Fi…and they
Need YOU to Deliver It
Growing need for business-
class Wi-Fi• Security concerns
• Scale for BYOD
Need for reliable, always-on
service• Critical to business operations
Limited technical resources and
budget constraints
Desire to offload solution
Push to virtualization and cloud
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Wireless LAN Market
Wireless LAN business MARKET IS GROWING
• Continued growth YoY, QoQ
• Worldwide cloud managed infrastructure and managed
services • $653 M in 2014
• $2.5 B by 2018
• ~$1.5 B in growth in four years
• Continued growth YoY, QoQ since 2010
Source:
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But Why Cloud Wi-Fi?
Minimize upfront
capital expense
Security and
Compliances
Redundancy (High
Availability)
Management
across multiple
networks
Reduces Power
and Operational
Consumption
Growing desire to move entire solutions and
applications into a cloud environment: data
storage, security, voice…Wireless
Scalability
Cloud Managed Services = Monthly Recurring Revenue
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You sell 0.01% of wireless services today: $65,300 in
2014
Grow with market without gaining new revenue, so about
$37,500 in growth each year
But wait… it is Recurring Revenue
Putting it Into Perspective
Year Revenue / Yr Revenue / Mo
2014 $65,300 $5,442
2015 $102,800 $8,567
2015 $140,300 $11,692
2016 $177,800 $14,817
2017 $215,300.00 $17,942
2018 $252,800.00 $21,067
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Doesn’t include installation services
Doesn’t include hardware refreshes or upgrades or
pull through of switches or other LAN refreshes
Doesn’t include on-premises solutions, wireless hot
spots, or carrier offload
Doesn’t include ancillary services like captive portal
development or mobile device management
Putting it in Perspective
Hosted and Managed Wireless is Huge.
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If you aren’t supporting your
customer’s wireless, someone
else is.
Now is the Time for Wireless LAN
Lead with wireless. Or pull it through with your other verticals and products.
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Costs –capital
and opex?
Defining Target
Customer
Price Points?
Challenges
Challenges can delay your time to
market.
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What is your existing target customer profile?• 80% of your customer base
Do you have other cloud or monthly recurring
services you can bundle?• Security
• Storage
• VOIP
What are new target customer profiles?• New verticals?
• Upstream to larger accounts?
Defining the Target Customer
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Vertical Focused Solutions: K12
3 out of 5 schools in America lack the wireless needed to
deploy technical education tools
Leverage technology to maximize learning and minimize
disruption to the class• BYOD, 1:1 initiatives
• Category 2 e-rate fundingSpeak Up 2012 National Findings: K-12 Students
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Must have wireless services
Initiative to monetize the wireless
Sensitive to guest user experience
Vertical Focused Solutions: Hospitality
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Magnified pain point of limited IT staff
Generally remain underserved area for wireless services
Convenience, minimal upfront capital expense
Turnkey offering
Vertical Focused Solutions: Small to
Medium Business
Small to medium business wireless market
opportunity has been estimated to approach
$1.3B in the next few years (Dell’Oro)
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Wireless “Nice to Have”
Wireless is Necessary
How do I monetize wireless?
How can wireless drive
business transformation?
Evolution of Wireless
The reseller that provides business
transformation is a trusted advisor.
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Complete MRC
• Hardware
• Cloud Services
• Customizations (splash pages, help desk)
• Professional Services –Installation separate
Hybrid
• Hardware upfront NRC
• Cloud Services, Customizations, monthly charges
• Professional Services –Installation separate
Complete NRC
• All components purchased up front
Recurring Cloud
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NRC MRC
Recurring Cloud
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Wireless Operational Overhead
Technical Expertise• Wireless modeling, RF analysis
• Implementation services
Staffing• Ongoing management
• 7x24 support
• Help Desk for Guests
Trusted Advisor, Total Solution• PCI compliance or HIPPA
• Wireless network overlay to wired network
• Firewalls, Routers, etc.
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Wireless Operational Overhead
Planning
Install
TestingManagement
Support
“Over the top”
offerings for
additional revenue in
every phase
Standardize and
automate
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Dashboard and
Customer Friendly
Tools
ReportingMonitoring,
AlertsProactive
Management
Wireless Management: Differentiator for
Success
Automate
Repetitive business that feels
highly customized
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With ADTRAN, it’s Easy.
ProServices for vWLAN
Survey
ProStart
ProCare
ProCloud
ProServices makes
entering the wireless
space SO EASY…
Bring your customer
and ProServices will do
the rest.
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Power of ProCloud Wi-Fi
INSTANTLY BECOME A WIRELESS MANAGED SERVICE
PROVIDER BY RESELLING PROCLOUD WI-FI
Hosted Infrastructure for vWLAN
Managed software patches and upgrades
7x24 Proactive Monitoring and Alerts
Automatic ADTRAN trouble ticket generation
Priority SLAs
Monthly Management Reports
Move / Add / Change Support
Ongoing maintenance and AP
hardware replacement
Restricted customer access
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1
• Get to Market Faster
• New Monthly Reoccurring Revenue Stream
2• Established pricing and cost structures
3
• Extend your footprint
• Minimize exposure to competition
Benefits of Turnkey
Turnkey is easy!
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• Remote predictive site survey
• Onsite implementationPlanning and
Implementation (ProStart)
• Redundant hosted infrastructure
• Complete proactive management, alerts, reporting
Hosting and Management (ProCloud)
• End user and guest wireless connectivity supportHelp Desk
(ProCare)
Turnkey
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Remote predictive site survey
Dedicated Project Manager and Project Engineer
Custom data gathering and configurations
Onsite installation
Test and turn up support
Remote training
2 week labor warranty
Planning and Installation
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Resolve wireless user connectivity problems
Problem escalation
1-800 Number Provided
Answer as “ADTRAN Help Desk”
Power of Help Desk
Libraries
K12
Restaurants
Assisted Living
MDU (Multi Dwelling Units)
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Services for Success
Wireless is redefining customer
expectations and is a tremendous
recurring revenue opportunity
Cloud based, managed wireless
maximizes recurring revenue and
leverages what you do best• Consultative selling
• Trusted advisor
Partnering with ADTRAN is preparing
for success